Mariana Heinrich

Questioner
DISC Type : c

Director, Industrial Transformation at WBCSD – World Business Council for Sustainable Development

Geneva, Geneva, Switzerland

Overview

With over 18 years of experience, Mariana Heinrich is a Director at WBCSD, focusing on industrial transformation and decarbonization. She excels at designing system change strategies and building global coalitions to accelerate the energy transition, drawing on her economics background from Kiel University.

Marianas global perspective is enriched by her studies in Chinese Language and Culture at Zhejiang University. This international experience complements her work in forming worldwide partnerships to address complex sustainability challenges and implement innovative business models for a sustainable energy system.

She has a specific expertise in developing demand-side policies to create markets for near-zero carbon products.

Personality Overview

Cautious & Analytical

Price-Sensitive

Value Seeker

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  It is quite likely of them to ask for pricing or other concessions. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Industrial Decarbonization
Leads industrial transformation at WBCSD, focusing on creating demand-side policies and procurement capabilities for low-carbon products in heavy-emitting value chains.
Renewable Energy
Her work involves building coalitions to accelerate the transition to a sustainable energy system, as seen in her engagement with initiatives to triple renewable capacity.
Climate Policy
Actively participates in major climate events like Climate Week NYC and COP28, shaping discussions on decarbonization and sustainable business practices.

Media Appearances

Mariana has no verified media appearances

Work History

3-2025
Director, Industrial Transformation at WBCSD – World Business Council for Sustainable Development
4-2020 - 2-2025
Director, Energy at WBCSD – World Business Council for Sustainable Development
8-2015 - 3-2020
Manager, Climate & Energy at WBCSD – World Business Council for Sustainable Development
4-2013 - 6-2015
Senior Consultant at Pöyry Management Consulting
4-2010 - 3-2013
Consultant at Pöyry Management Consulting

Education

2002 - 2007
Master in Economics from Kiel University
2005 - 2005
International College: Chinese Language and Culture Studies from Zhejiang University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Geneva, Geneva, Switzerland Job Level : Mid-senior Designation : Director, Industrial Transformation at WBCSD – World Business Council for Sustainable Development
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Insights For Selling To Mariana

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mariana is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mariana

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mariana move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mariana take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Mariana

Personality Compatibility


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